Business owners see lots of sales reps each week. And, they may field even more sales calls. That's why you need to use special techniques to get their attention, present your products or services and make the sale. Selling is highly competitive, and it's hard enough to get someone to listen to you. When you get a chance to present your products, you must take advantage of it. Sales reps use several primary techniques to make sales.

Effective Opening Statements

There are opening statements you can use when approaching business customers or consumers. A smile and comment about the weather may help you develop a rapport. You may also start by asking a question. For example, ask, "Are you happy with the results you're getting from your carpet cleaner?" Or, "Would you like to save 25 percent on your advertising expenditures?" The customers' responses enable you to determine their satisfaction level with the products they buy. A negative response would provide you with an opportunity to introduce your product. You can also quote a statistic, such as, "Did you know 50 percent of home owners pay too for insurance?" Get a person's interest and response and ease into your presentation.

Qualifying Prospects

Qualify your prospects. This helps you to determine who's ready to buy now, or if they have enough money to buy now. Start by asking business owners if they use certain products or have considered using a particular one. They may tell you they don't advertise in the Yellow Pages if you sell ads for a local publisher. If they do advertise in the yellow pages, you may ask how much they spend. That would qualify them as people who spend $200 monthly, for example, which makes them viable candidates for your product. Hook people with something that's likely to be of interest to them, according to "Entrepreneur." The best way to do this is by mentioning key benefits of your products, which may save them money or clean their office bathrooms more effectively.

Overcoming Objections

Objections do not kill the sale. Sometimes, they simply mean you haven't thoroughly convinced a prospect how your product can benefit him. One way to overcome objectives is by using the "feel-felt-found" method, according to experts at Chanimal.com. For example, a person may say she couldn't save more on her cell phone bills. You would then say, "I see how you feel. And others have felt the same way. But once they started using our service, they found they were saving 10 to 25 percent per month."

Closing the Sale

You need to close the sale to get the commission. More than half the battle is already won if you've used these sales techniques. One way to start the close is by summarizing key points you've already mentioned, and then let the customer agree with you. An example is, "I've already shown you how our "XYZ" accounting service can better organize your receipts, save your business money over competitive products and get you a larger refund." If he agrees, go immediately into your close: "OK then, all I need is your authorization and you're set." Hand the business owner the application and get the signature. You can then discuss when the service starts or the contents of any packages you'll be sending.